Position Overview
We are seeking a results-driven, self-motivated, and highly organized Sales Manager to lead and manage the entire sales function of the Holiday Inn Belcamp – Aberdeen Area.
This is a hands-on, individual-contributor management position with no direct sales reports. The Sales Manager will be solely responsible for developing and executing the hotel's sales strategy, generating new business, growing existing accounts, maintaining strong client relationships, and achieving established revenue and production goals.
The successful candidate must be comfortable working independently, actively prospecting for new business, making sales calls, conducting client visits, attending networking events, responding to RFPs, developing local and corporate accounts, and representing the hotel within the community.
The Sales Manager will report directly to the General Manager and work closely with the General Manager and hotel leadership team to achieve the property's overall financial and commercial objectives.
Key ResponsibilitiesSales Strategy & Revenue Generation
- Develop and execute an annual and monthly sales plan designed to achieve or exceed the hotel's budgeted sales and revenue goals.
- Take full ownership of the hotel's sales function, including prospecting, lead generation, account development, solicitation, closing, and account retention.
- Identify and pursue new corporate, government, military, healthcare, construction, sports, group, social, and other business opportunities appropriate for the hotel.
- Develop and maintain a strong pipeline of qualified prospects and business opportunities.
- Conduct regular sales calls, client visits, appointments, presentations, property tours, and business development activities.
- Convert qualified leads into room nights, group business, meetings, events, and long-term negotiated accounts.
- Monitor market conditions, competitor activity, local demand, and business opportunities and adjust sales strategies accordingly.
Account Management & Business Development
- Develop and maintain strong relationships with existing corporate, government, group, and local accounts.
- Conduct regular account reviews and identify opportunities to increase production from existing accounts.
- Develop new Local Negotiated Rate (LNR) accounts and actively manage existing LNR accounts.
- Prospect companies within the hotel's primary and secondary market areas and develop relationships with key decision-makers.
- Maintain an organized database of prospects, clients, contacts, activities, opportunities, and account production.
- Conduct regular client follow-up to maximize repeat business and customer retention.
Group & Meeting Sales
- Actively solicit and develop group, meeting, training, sports, military, government, social, and other group opportunities.
- Respond promptly and professionally to group and meeting inquiries and RFPs.
- Conduct site inspections and property tours for prospective clients.
- Prepare proposals, presentations, contracts, and other sales materials as required.
- Work closely with Operations and other hotel departments to ensure successful execution of contracted business.
- Follow up after group and meeting events to encourage repeat business and obtain future opportunities.
Corporate, Government & Market Segment Development
- Develop relationships with local businesses, government agencies, military-related organizations, healthcare organizations, contractors, and other major demand generators.
- Monitor and participate in applicable corporate and government programs, RFPs, preferred lodging programs, and business travel opportunities.
- Identify opportunities associated with Aberdeen Proving Ground, local government, healthcare, construction, sports, education, and other major market segments.
- Maintain an active understanding of the hotel's key demand segments and develop targeted strategies for each.
IHG & Brand Sales Programs
- Actively participate in applicable IHG sales programs, initiatives, RFP processes, lead-generation programs, and sales platforms.
- Maintain accurate information and follow-up on leads received through IHG and other approved channels.
- Ensure timely response and follow-up to all qualified sales leads.
- Maintain compliance with applicable IHG sales and brand standards.
- Utilize available IHG resources and programs to generate incremental business for the hotel.
Community & Networking
- Represent the hotel professionally within the local business and community environment.
- Develop relationships with chambers of commerce, tourism organizations, business associations, event organizers, community organizations, and local businesses.
- Attend networking events, trade shows, community functions, business meetings, and other appropriate sales opportunities.
- Develop strategic local partnerships that generate room nights, meetings, events, and other revenue opportunities.
Sales Administration & Reporting
- Maintain accurate and up-to-date sales records, account information, sales activities, prospect pipelines, and production reports.
- Prepare required weekly, monthly, and annual sales reports and forecasts.
- Maintain accurate records of sales calls, appointments, leads, proposals, contracts, account production, and follow-up activities.
- Monitor individual account production against established goals.
- Provide the General Manager with regular updates regarding sales activity, pipeline development, market conditions, competitive activity, and opportunities or challenges affecting revenue.
- Ensure all sales leads are properly tracked and followed up on in a timely manner.
Budget & Performance Management
- Work with the General Manager to establish and achieve the hotel's sales budget and revenue objectives.
- Monitor sales performance against budget and identify corrective actions when production is below expectations.
- Manage sales-related expenses responsibly and within the approved budget.
- Demonstrate measurable return on investment from sales calls, networking, memberships, travel, events, and other sales activities.
Guest & Client Relations
- Maintain a high level of professionalism and responsiveness with all clients and prospective clients.
- Resolve sales-related client concerns promptly and work with Operations to ensure appropriate follow-up.
- Maintain strong relationships with key accounts and become a trusted business partner to clients.
- Support the hotel in achieving strong guest satisfaction and repeat business.
Required Qualifications
- Proven experience in hotel sales, hospitality sales, business development, or a related field.
- Demonstrated ability to generate new business through direct prospecting and relationship development.
- Strong understanding of corporate, group, government, and local market sales.
- Proven ability to meet or exceed sales goals and revenue targets.
- Strong negotiation, presentation, closing, and relationship-building skills.
- Excellent written and verbal communication skills.
- Strong organizational and time-management skills with the ability to manage multiple priorities independently.
- Proficiency with Microsoft Office and hotel sales systems, CRM platforms, IHG sales tools, and other applicable technology.
- Ability to analyze sales reports, production data, market information, and revenue opportunities.
- Professional appearance and strong interpersonal skills.
- Ability and willingness to travel locally for sales calls, client visits, networking events, and business development activities.
- Ability to work independently with minimal supervision while maintaining consistent accountability for results.
- Previous hotel sales experience is strongly preferred.
Preferred Qualifications
- Experience with IHG or another major hotel brand.
- Experience developing Local Negotiated Rate accounts.
- Experience with government, military, corporate, healthcare, and group business.
- Knowledge of the Aberdeen Proving Ground and Harford County business markets.
- Existing relationships with local businesses, government agencies, organizations, and community partners.
- Experience with hotel RFPs, preferred lodging programs, and corporate account negotiations.
- Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field is preferred but not required based on relevant experience.
Performance Expectations
The Sales Manager will be evaluated primarily on measurable sales production and business development results, including but not limited to:
- Achievement of budgeted room revenue and sales targets.
- Growth in corporate and LNR accounts.
- New account acquisition.
- Group and meeting room-night production.
- Government and military account development.
- Lead conversion and follow-up effectiveness.
- Sales call and client visit activity.
- Pipeline development and future business.
- Account retention and production growth.
- RFP participation and conversion.
- Community and business networking activity.
- Accuracy and timeliness of sales reporting.
- Return on sales-related expenses and activities.
Position Expectations
This position requires a high level of personal accountability and initiative. As the hotel's sole Sales Manager, the individual is expected to personally perform the sales activities necessary to generate business rather than primarily delegating sales responsibilities to others.
The Sales Manager is expected to maintain a consistent presence in the market, actively seek new business, develop relationships, follow up on every qualified opportunity, and demonstrate measurable results.
The position does not include direct supervisory responsibility for a sales team. However, the Sales Manager is expected to work collaboratively with all hotel departments and provide direction and coordination regarding sales-related business requirements.
The Sales Manager will report to the General Manager, who will provide overall direction, establish expectations, review performance, and coordinate the hotel's broader commercial and operational strategy.
Other Duties
The responsibilities listed above are intended to describe the general nature and level of work performed in this position and are not intended to be an exhaustive list of all duties.
The Sales Manager may be required to perform additional duties and responsibilities as assigned by the General Manager or Vice President of Operations in support of the hotel's business objectives.
Pay: $50,000.00 - $54,000.00 per year
Benefits:
- Employee discount
- Flexible schedule
- Paid time off
- Relocation assistance
Work Location: In person
